Sales Manager/Traditional Trade and HORECA
Union Foods
Total years of experience :30 years, 2 Months
• Responsible for the entire sales activity within Traditional Trade
• Strategic planning and ensuring the fulfillment of the team’s given sales objectives
• Ensuring a good working relationship with the clients as well as with various other internal departments for the implementation of the overall objectives
• Organizing and supervising members of the sales team and making sure that their targets are consistently met
• Seeking out new customers and retaining the current customers by means of excellent communication and negotiation skills
• Maintaining competitor awareness
• Maintaining comprehensive knowledge of products
• Conducting performance reviews
• Charting out strategies for Sales and Distribution Management and contributing towards enhancing business Volumes, Growth and achieving profitability.
• Designing Quality execution of Merchandising & BTL communication
• Team Motivation, Training and Development-On the Job & Off the job
• Continuous Interaction with Channel and trade partners for meeting business objectives.
• Managing a range of Retail clients to large Institutional clients in the Kingdom up selling and cross selling as appropriate
• Managing new leads and existing clients, pitching the expanding range of products
• Developing and implementing sales strategies
• Managing and leading a sales force of 48 members
Achievements
• Responsible for the 20% hike in sales in just one month
• Honoured with “Outstanding” grade during 12, -13 performance appraisal
• Honoured with the” best sales Team award “during 2011-13 for showing excellence of performance in sales
• Leading & developing a high performing van sales team.
• Delivering sales objectives by category, volume & value targets
• Applying the concept on territory management to improve coverage and cost effectiveness.
• Effective execution of company's plans at trade level.
• Ensuring Effective distribution operations are in place by monitoring & controlling own/self distribution set up.
• Increase coverage & penetration of company products in each route/ area.
• Ensuring that payment terms are respected.
• Effective communication of company's strategies to the van sales team.
• Timely & accurate Reporting.
Achievements
• Responsible for the 20% hike in sales in just one month.
• Shown significant growth in distribution of all products.
• Initiated & implemented new route expansion and activation program
Held responsible for the complete and entire functioning of a section of the retail chain from
leading a team to ordering stock, creating displays, dealing with takings, ensuring standards for
quality customer service, handling customer complaints and organizing special promotions and
events.
• Promoting Unilever brands to Hypermarkets, Hotels and Institutions namely, Lulu, Carrefour, Giant, Dasman & Family Food Centre to name a few.
• Fostering strong relationship with major supermarket chains
• Leading, motivating and supervising the sales, merchandising and the Key Accounts team
• Utilizing selling skills to grow volume, revenue and profitable goals
• Ensuring products receive good distribution and displays
• Implementing and monitoring Perfect Stores program in Modern Trade.
• Achieving sales (UPL) targets for Perfect Stores.
• Monitoring effective spends of BTL budgets in keeping with plans
• Developing and driving the sales Team, Monitoring the Way they work, Keeping close eye on Brand wise Distribution, Effective Coverage & Productivity.
• Actively managing the merchandising team for execution of activations and implementation of merchandising activities.
Achievements
• As a team, consistently hit and surpassed monthly sales targets
• Consistently produced high sales revenues
• Facilitated the promotion of 6 sales professionals
• Successfully achieved all the Trade -Marketing Objective set during the tenure.
• Contributed to Highest Growth % (both in sales Value and Volume) in assigned vertical during my tenure
Managing new leads and existing clients, pitching the expanding range of products
Developing and implementing sales strategies
Managing and leading a sales force of 28 members
Develop short and long term and daily territory plans to optimize time and resources
Identify and confront performance issues
Interview, recruit and train to maintain qualified candidates
Interpret and analyse team sales data to forecast and to enhance productivity
Positive leadership with knowledge of principals, techniques and objectives
• Volumes, Growth and achieving profitability.
• Designing category input plans, New Launches, Quality execution of Merchandising & BTL communication
• Team Motivation, Training and Development-On the Job & Off the job
• Continuous Interaction with Channel and trade partners for meeting business objectives.
• Planning and Implementations of Business buildings promotions, & consumer contact Programs
• Strategic planning and ensuring the fulfillment of the team’s given sales objectives
• Ensuring a good working relationship with the clients as well as with various other internal departments for the implementation of the overall objectives
• Organizing and supervising members of the sales team and making sure that their targets are consistently met
• Seeking out new customers and retaining the current customers by means of excellent communication and negotiation skills
• Maintaining competitor awareness
• Maintaining comprehensive knowledge of products
• Conducting performance reviews
Master in Business Administration University of Sunderland -UK Graduated in 2009
Subjects:- Communication Studies Computer Science Economics